~ Focus ~
Harris' Hawk launching from Saguaro Cactus
Gary Keller's Shift: How Top Real Estate Agents Tackle Tough Times is on the desk of many REALTORS I visit. (...and they're not all Keller Williams agents!)
Among the 12 strategies in the book (yes, it's on my bookshelf too, and I'm not an agent) is this gem that seems to strike fear in the hearts of newbies and grizzled veterans alike:
- Find The Motivated: Effective Lead Generation
The chapter starts off with a quote from Jonathan Winters. "If your ship doesn't come in, swim out to it."
Here in the desert, we don't see much of ships and open water. That's not a problem, though. Nature provides me with vivid illustrations of real life situations that will make or break us in our real estate (or real estate related) businesses.
Consider Keller's opening paragraph and see if it fits your situation right now:
"Fewer leads, fewer showings, and increased days-on-the-market—the minute these signs show up, take notice. Don’t ignore them and don’t wait to act. These are the early warning signals of what is most likely coming next—more inventory and fewer pendings. This is the sequence of a shift. Demand slows down and supply builds up. It starts with fewer leads and ends with even less closings."
More than any other activity in a real-estate-related business, lead generation requires action much more than it requires preparation. While you're preparing to launch, (like the juvenile Harris' Hawk in the smaller photo,) another agent or loan officer has taken action.
As prey to the raptor, so is a lead to the agent or lender. Leads are a limited resource. Don't spend time today preening your feathers in preparation for your flight.
Call to Action
Now is not the time for "Ready, Set..." Now is the time for "Go, Go, Go!"
Launch out, focused on your goal!
EDIT: A related post about the Harris' Hawk:
I'm Mike in Tucson, your preferred Tucson Arizona Mortgage Lender.
SUNSTREET MORTGAGE llc ~ Correspondent Mortgage Bank
Offices (AZ) Mesa, Tucson, Sierra Vista, and Nogales.
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I use them mostly for blogging
and creating greeting cards for friends and clients.)
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